Digital Account Executive

Summary

Microsoft is a technology company focused on empowering every person and organization to achieve more through innovation and collaboration. The Digital Account Executive manages relationships with medium enterprise clients, drives digital transformation and cloud adoption, develops sales pipeline, orchestrates internal and partner resources, and serves as the voice of the customer.

Responsibilities

• Focuses on generating new pipeline by engaging with CXOs, ITDM and BDMs through territory planning, marketing signals and digital assets
• Central point maintaining strong customer relationships and advocates for customers within the organization/Microsoft
• Surfaces customer organization structure to identify decision makers leveraging partners and v-teams
• Engages with C-Suite executives. Focuses on customer satisfaction metrics. Takes ownership for issues and reaches out to customers to reinforce engagement
• Ensures continuity of customer accounts and monitors customer satisfaction metrics by proactively establishing conditions of satisfaction at outset of engagement and managing escalation process
• Thinks strategically about sales territory for accounts, setting standards and priorities, outlining where to and how to leverage specialized and technical resources and other roles, engaging internal and external decision makers on long-term business planning
• Helps existing/new customers to cloud solutions via a cohesive plan across adds, consumption, , through upsell, co-sell motions, and renewal maximizing customer business outcomes and experience
• Understands and accelerates customer’s AI and cloud strategy
• Builds enough pipeline to have a growing and sustainable business every single quarter
• Builds partner relationships to drive scale and revenue. Coaches and influences partners to consider different solution needs
• Coordinates resources across teams to execute territory plans with partners. Leads teams on territory management best practices and techniques. Validates plans, drives accountability, and coaches teams to achieve or exceed plans. Drives strategic partner participation. Holds partners accountable to contribute to territory plan
• Proactively builds and maintains a strong knowledge of Microsoft's products, landscape, solutions, and strategy in the industry of assigned accounts, as well as of the business priorities; demonstrates a strong understanding of the customers' business strategy and the direction of the industry
• Orchestrates specialized resources to engage with customers to provide strong solutions-based and technology-based engagement to help customers address their challenges and opportunities
• Leverages additional resources such as partners to engage with the customer to provide the right solution to the customer on their transformation journey

Skills

• Bachelor's Degree in Business Management, Information Technology, Marketing (or equivalent) or related field AND 1+ year(s) sales and negotiation experience or related work experience OR 3+ years sales and negotiation experience OR equivalent experience
• Bachelor's Degree in Business Management, Information Technology, Marketing (or equivalent) or related field AND 5+ years sales and negotiation experience or related work experience OR 7+ years technology sales and negotiation experience OR equivalent experience

Qualifications

Must Haves

• Bachelor's Degree in Business Management, Information Technology, Marketing (or equivalent) or related field AND 1+ year(s) sales and negotiation experience or related work experience OR 3+ years sales and negotiation experience OR equivalent experience

Nice to Haves

• Bachelor's Degree in Business Management, Information Technology, Marketing (or equivalent) or related field AND 5+ years sales and negotiation experience or related work experience OR 7+ years technology sales and negotiation experience OR equivalent experience